 Welcome back to insurance influencers. I got a good one today I got my good buddy Mr. Eric Fierro the Medicare boss founder of Medicare Sales University Runs a Medicare call center out of Phoenix that is doing some serious freaking business man. Welcome, bro Hey, thanks so much for having me Cody. It's a real pleasure dude. You're you've got a Hispanic background, right? Yes, or I am heritage. Yeah. Yeah heritage. Yeah, uh, so so should it be Medicare hefe? I like that. I like that. I'll take either one man. I'll take either one. I love it man, dude Just tell us about yourself for a quick second man Yeah, I've been in the business in the Medicare business since 2006 and fell in love with it I've always been in search of something that I really felt I could help people and and make great money along the way and In that journey, I also found that I really really enjoyed not only helping seniors But also helping agents. So I think you and I bond really well because we're both in that same wavelength where I love Seeing agent growth and then I get to experience that through not only the members of the university who are Constantly working with me and I get to see their growth But also in my own call center where I hire and employ agents and get to train them from the ground up to see Their success within my own call center. So it's a lot of fun on both aspects But that's really my my heart is in the in the Medicare world just because I think it's such a great growth Opportunity a great place where you can feel good about what you're doing and and it mixes well with everything I just I have I have just a very fortunate position that I'm in where I just really enjoy what I'm doing in Several avenues all having to do with the Medicare insurance industry Exactly, dude, and I'm also for those that want to follow my good buddy on on Instagram e fiero Uno baby e fiero one e fie Rr1. I'm tagging you my Instagram story because that's what we do nowadays, right? That's awesome. Yeah, dude There's a this is a busy time man. You're taking a bit time out of your schedule during a EP It's you know, we're pre recording this before it lot before it releases this Saturday It's October the 30th as of now your two weeks in how's it been so far? It's been wild. It's been wild, you know, and and here's here's a reality is that in Any any situation where you're aiming for growth and you're aiming to do some big things There's gonna be challenges. It's gonna be obstacles, you know, as well as I do you live through it Just like I do and even though we don't necessarily always make it vocal They're there and so in the midst of those challenges We have to bust through those walls and keep moving forward and that's really what our EP has been like so far in the beginning But we're at a good place now where we're back to I think back on track but even with that we've done really well as an agency and I'm really excited to see what the rest of a EP is gonna be like to be honest. Yeah Yeah, you said you guys have done like 700 policies. So yeah, we're approaching 700 policies so far And so, you know, and that's that's what's having some hiccups going on But we really I said our agents are hard workers man These guys understand and I think we make it real clear that this is a land grab AEP is that time where you don't you go into a different mindset, you know Where you have to understand this is the time where you just go hard and that means work on Saturdays Work on Sundays if you want, but you have to really understand This is that period time where people are actually willing to talk, you know throughout the rest of the year It's a little harder to get them to have conversations with you But this time of the year, they're ready They want to talk they want to hear from people so Take advantage. That's what I always tell agents take advantage of this time Dude, it's time to flex on them, right? It's that it's that it's that time bro. It's that time. I love it You guys are on you guys are on pastes out that we talked about you probably sell around 2000 Medicare policies in like seven weeks a hundred percent by phone. Yeah, which is Very unique It's it's it's an area of our business that agents are always asking me about Walk us through like walk us through a phone cell man Walk us through your your psychology of a phone cell some set up just some some tips and tricks from from the phone cell side Yeah, absolutely. So it's really in the beginning. It's all about having to quickly Start establishing that you are the expert and that the subject matter expert and that you're going to work at building rapport I always tell my agents in phone sales because they can't see you it is so important That they hear you they hear your I guess what I like to now call your your cadence right your voice cadence So that they feel what you're trying to express to them. They understand the emotion I always tell the guys that people buy on emotion and then justify with logic So you can't come at them from a purely educational standpoint and just word vomit on them and give them this whole Smeal about how the Medicare program works and expect they're gonna be like sign me up It doesn't work that way there has to be rapport building in the midst of all that and so that's why it's important when you get them on the line Immediately asking open-ended questions is one of the biggest things and so you have two different two different avenues that you can go some agents love being scripted and some agents want to just have more bullet points and then make sure they hit those bullet points and inject their own personality and Both ways work. That's the thing and both ways are incredibly successful We have guys who are 100% scripted every single time and they're writing 35 40 apps a month We have other guys that can write the same amount being unscripted and just hitting bullet points You know making sure they cover whatever they need to recover in the conversation And so I think that if as long as in the midst of both avenues, you're trying to also build rapport And you're trying to get to know them better and you're trying to dig and figure out. What's their pain point? Why is it that they want information? Why is it that they're unhappy with their existing plan? Whether it be a Medicare Advantage plan or a Medicare supplement most times you'll find with met subs They're unhappy because they're paying too much money It's not because of the coverage the coverage is phenomenal They're just they're unhappy because they're paying more money than they need to and with Medicare Advantage side There may be unhappy because they actually had to use their Medicare Advantage plan in some type of You know bad situation they could have been diagnosed with COPD or they had to basically Max out their their Medicare Advantage plan and they see oh my god This cost me more money than I thought and so now they're unhappy because of that situation And they're like how do I get back to a Medicare supplement? But those are pain points and we can use those pain points because if we if we understand them And we notate them and we know how to interject them back into the conversation We're going to have a much higher chance of closing that person because we now know what's driving their decision Right. It's the emotion. Yeah, that's good. That's good. You talked you talked really quick there about how to Pivot keep control of the conversation move it where you want to go. That's one thing I also believe a lot in is in phone cells is the person in control You know not from a jerk standpoint, but just in control of the conversation It's definitely going to get farther if you're able to keep control of it And you know it doesn't mean you have to talk a lot right because it you can you can let them talk And then feel like they're dominating the conversation and they're sharing Which is what you wanted to do but you're able to just pivot and and steer like you talked about Yeah, absolutely And and here's the thing if you're in the sales game You know and I think that sometimes it gets painted negatively the the idea that we're salespeople And that we are doing certain techniques to to try to control the conversation Well, well, that's our job our job is the subject matter as Experts is to control the conversation is to make sure that we're going down the right avenue and not chasing Going down a bunch of rabbit holes So I don't think there's any problem at all with with doing the right thing in terms of asking the common asking The questions necessary to steer them into direction of providing the correct information for that consumer situation So we do that exact same thing that you're talking about Cody you were probably actually the first person that taught us that You you say it differently say it again. It's it's ask. Yeah. Yeah agree answer and ask. Yeah agree answer and ask And so I also it was it was Reinforced by a book called the conversion code that another buddy recommended in there in there They call it acknowledge respond pivot meaning the exact same thing, right? But it's so powerful because that's what needs to happen any time somebody brings up an objection over the phone You need to acknowledge their objection you need to acknowledge that you're actively listening you hear it You respond to that objection with an answer some hopefully that's been well rehearsed so that you have a good a good way of controlling And then you go ahead and pivot with asking another question that continues directing the conversation the way you want it to go Yeah, you mentioned something too. I want to I want to touch on I think is a valuable for most people If you talk touched on rehearsing it Walk us through what you do with your team. Do you guys role play like like walk us through how important it is to constantly be improving every day Yeah, so before we started if you guys follow Cody, which if you're watching this you follow Cody You know how he practices with his team in the mornings and those games looked so fun That we started implementing them into our organization as well And my team loves it. They love it because it two things It gets your mind sharp in the morning. If the first thing you do you drink some caffeine We get in a circle or we get in a line and we start going through these exercises It starts making you think sharp And then after that the other or the second thing that I really love about it is the camaraderie because Sometimes we'll say some off the wall stuff, you know our objections or our pivotal question or whatever it is We say some off the wall things but it makes everyone laugh And so now everyone's getting in a good mood. You got them in door fence flowing So you're thinking sharply you're laughing You're enjoying being with your team and you look forward to every morning when you start doing that So I think that that's probably one of the best things that that you've put out there Cody is how you start training with your teams in the morning because I know that if I am Adopting it several other people. I know remiss is doing the same thing I've seen him You know saying that he's going to do with his team and there's probably so many others that maybe haven't told you yet But they're probably doing it. It's fun. It's so fun But we also another thing that we practice especially for any agents who want to use our scripts You have to practice the scripts I think especially with with us taking on doing Medicare Advantage as a call center We actually have to buy force. We have to do scripting We have to say things the way that the insurance carrier wants us to say So in order to come off smooth, you have to practice So we'll spend a couple days every Every week in the morning time Practicing and going through the script so that we sound more natural as we're having to read through it And the same thing with our Medicare supplement scripts if people want to use those in our teams They go through and practice it and so we just go and practice with each other to talk about it Throw some crazy objections in the middle of it to see how how they can recover from that objection and still stay on script It's all so important to do to practice. Absolutely. That's good, man What what what do you guys do from like a uh, obviously that helps with an energy standpoint? How important is Energy In a sales room in a sales team. Like, you know, I mean just throughout the day. Oh my god. I mean There's two things that are that I think If anyone's hadn't An employee or or someone part of your organization who was a negative Nellie You know how quickly that spreads like cancer. I mean, it's unbelievable The effect that one person with a negative Attitude can have on the rest of the team. It's not worth keeping them. Is it not a matter even if they're their best sales part It's not worth it. Is it it's it's just not because Your best person Who has a negative attitude even if they're selling 50 apps Is not going to make up for the other 10 people they're affecting who aren't reaching their potential because of it It just won't work And so I think one of the things that has happened had to happen in my office I've had to let people go who are who are those negative Nellie's who are those cancers to the office Because it was affecting my other teammates and I could see it and as soon as I let them go I'm I'll give you the the last person that I had to let go and this is not something I revel in or enjoy I I hate having to let people go. I can tell I can tell you don't like it at all, man I hate it, but as soon as I remember it was monday morning I let them go. We were in the last week of a month and I said, you know what? I was going to give them the rest of the week and then let them go on friday But monday came and I just thought to myself as I sat in my office Why wouldn't I give the rest of my team the best chance at closing out the week strong If I let this person go now, I bet you you'll see that happen And sure enough we had one of our best weeks that week I let that person go that monday morning. She walked I let the team know and there was just this this Black cloud and all of a sudden everybody everybody just started performing and I was like so amazed Seeing that and saying wow, that's just proof in the pudding that One negative Nellie can really affect you so energy. Oh my god. It's so important. It's so important in an environment and so We also try to keep motivation up You know, I try to give a raw raw speech in the morning to get everybody going And we try to have good music playing throughout the throughout the day That was my next that was my next question. We adopted music and it is like freaking amazing how much it's helped Yeah, yeah, it's huge. I love it because it helps to keep that that that good momentum going So sometimes all of a sudden some slow musical play or some music I listen to it. I'm like, I can't get into this change it You know and so we immediately change it and put on something that's more high energy because you do need that High energy music to keep the the mojo flowing. I guess for sure. What about contest? What about like incentives and contest and like something to like, you know, I mean, what do you do there? Yeah, I love doing contests. So Here what I the contests I'm doing right now For instance, we just rolled out some tweaks to a script that we were using and because we've been practicing it I basically said look the first person to sell five people five different Medicare products on Using this script, you know, I'll throw it'll give you a hundred bucks cash, you know And so people love cash. That's the thing agents love cash So if you can it's one thing to throw it on your paycheck, you know But if you can if you can give it to him cash money there that incentive is is awesome for agents So, uh, yeah, I come up with stuff all the time I've come I have a top dog award every month that I give to the top performing agent And so we have there's a couple agents in here that had them lined up And so everyone is chasing those guys and saying I want to I want to get more of those top dog awards and and they're like They're a little they're just tiny little Trophies that are the shape of a dog. It's a wow. I don't know if you saw them the last time you were here But uh, yeah, I'm always thinking about different contests. I'm thinking about also Making a covered parking spot downstairs and that way, you know top the top person for the month can also get the parking spot for the month I'll always think of different ways to try to motivate these guys on top of their the incentives. They already have We obviously have also a trip incentive that we give them as well So anybody who can qualify based on production This year we're going to do an Alaskan cruise. So that's uh, you know, that's a huge incentive in itself Yes, that's big man. That's really big. That's really really big. Uh, is there a Is like an an opening whatever you're comfortable sharing Is there like an opening line to go back to the script for a second and being in control Is like an opening line or an intro or something that you're okay sharing I know that you release a lot of this in your medicare sales university Is anything you're okay sharing as far as like staying in control and how and call should start and that kind of stuff Yeah, and you know, what's funny is that there's two There's two there's two things two different versions that uh that people like to do some of them Like to just do a basic intro where they ask a question like, you know, how are you doing today? And I know that you're you know in your training. I remember when you came and trained you said It's probably better not to do that And so I would say half our agents want to ask that question because when they go the other way It doesn't work as well for them And the reality is we need to have that variety of scripting because Every person's personality is different and so, you know, what works for one may not work for the other And so we like to have a variety. Um, I can actually let me pull up one true. That's good. Hold on real quick And I'll pull up one for you. I like that. Thank you, buddy. That's awesome This is why the medicare hefe is a freaking influencer, bro Yeah, and so here's here's the intro where they do ask something basically it's Let's just say that I'm calling you. Hey kody. This is eric with medicare sales university How are you doing today? Hey, I'm glad to hear it. Um, listen I'm following up with you regarding your inquiry for information about medicare and medicare supplement plans that are approved in your state How can I help you out today? And then from there you just keep asking questions. So it's a simple introduction And so, you know, he's giving it away. He's giving it away live on video. I love it But but yes, if they ask a question in return, right? And there's you know, so you say, how can I help you out today? Well, I just I'm inquired because I don't like that. I'm paying so much money and your ad online said that I I could lower my rates and then from there you just say, well, that's perfect So I am calling in regards to your annual policy review for medicare benefits You currently have a supplement in place or do you have a medicare advantage plan? And so you start asking questions to try to dig deep figure out what they have start and Notate this information so that you can use it later on But that's that's the key here again. It's like we said ask a lot of questions Open-ended questions. These aren't questions where they can answer yes or no It's going to be questions where they have to answer with something. That's why I didn't say Do you have a medicare supplement and stop I asked do you have a medicare supplement or do you have a medicare advantage plan? So they have to answer with one of those, right? Yeah And so you just got to keep asking open-ended questions because if yeah, because if if if you say do you have a medicare supplement? No You know what I mean? Yeah. Okay. And then you go to the next question They are now in control, you know, and and when they answer with yes, no It's like they're going to start trying to move you to a position where they're going to hang up the phone Yes Or they could say just send me information just send me information. They're going to make something up Yeah, and and so that's a big thing that you know people like saying just send me information and Our response is just send me information is well, you know, ma'am We're an electronic office and so we can actually send you information to be an email But we don't really have the paper materials that we send out when people want more information So what I can do is let's go ahead and cover everything that we need to cover Make sure that you're going in the right direction And then I can send you an email to recap what we discussed today What you did there is you just bought yourself some time to keep the conversation moving Yeah Gives you more time to build that rapport, right? Because at the end of the day rapport equals trust and trust means they're buying People don't buy from you unless they trust you but only way to trust you is you got to start building that rapport You got to start really trying to um, you know You relate to them you have to be able to relate to them so that they feel like oh, I like this air cat I like them a lot. I think I want to do business with them. That's right Dude, that's good man. That's that's gold dudes dropping not to still brad lee's reference What the dudes dropping bombs live on insurance influencers, man, that's that's strong, buddy. Thank you What what do you look for um with with with salespeople because you're hiring Literally every day. Yeah, you're always trying to scale up. You know, we're hiring. I've got eight salespeople I just decided this week. I want to go to 40 salespeople. You know, why the heck not? Um, what do you look for when you're interviewing? What's some what's some stuff? You know because obviously you want someone that's Coachable, you know, yeah, I personally so I like to train people from the ground up, right? I not to say that I won't train somebody who Already has Medicare experience But I find that it's just it's it's it's been easier for me to just bring in somebody who Doesn't do it a different way already and show them the way that we do it so that I know that It's it's easier to track progress that way unlicensed It can be unlicensed sometimes what I what I've done most of the time to be honest is I'll find somebody who has a License but was in a different field life insurance for instance Somebody who who got a the life health license and they just been focused on life or they were focused in property casualty Or some other line of insurance that's not Medicare and then I'll bring them in that way I need at least I know that they passed the insurance exam because that exam is pretty tough But from there I go put them through the paces of the university and get them trained up So I also look for somebody who Is fearless to be honest. This is a hard game. You know the game we play is not easy I mean you can get pitched all day long About people who are just going to Different ways to advertise so that just the sales are lay down sales guys If that was true if it was possible We need And we wouldn't need sales people, you know, we need order takers We wouldn't have to pay the salaries we pay and the bonuses that we pay like we could just take order takers If it was really the case, but It's not we need order takers. And so I look for people who are Aggressive in a good way who aren't afraid of being hung up on Who know that this is a numbers game who can understand at least that it's a numbers game And if they got to push through the nose to get to the yeses That's a huge huge thing. You can't be afraid of the phone and you can't be afraid To say what you have to say So some of the things that we teach in order for us to keep these conversations going They're not easy for the timid to say, you know, if you're if you're scared to be Again, I don't like using the word aggressive. It's not it's not that we're being aggressive But we're being to the point Right if somebody is kind of trying to talk us through or talk us in circles Like we need to get to the point and so there's certain questions We got to ask and there's certain things we got to do to keep an application moving forward That are going to be assertive and some agents just they struggle with that It's hard for them. Do you do any type of um, and I'm I'm I'm asking a super random question And you may not yet, but do you guys use any type of like a personality? assessment I haven't yet, but you know what when I heard somebody talking about that It might have been remiss who was talking about it before and I thought to myself Yeah, that's a good idea to do In the beginning for sure. It saves them a ton of time. I was at um, I was actually at a retreat with remiss It was a coach Burt retreat Matt Monero was there. He owns 170 million dollar company They hire based on so we we do the disc assessment in our office before we hire salespeople They they remiss and this Matt Monero guy use the predictive index and it tells you Okay, this person is you know aggressive or they're impatient or they're You know patient or their attention and details good or like different things So you can look at it and say, okay This person um Is a tension and detail sucks. So they shouldn't be doing quick quick books, right or Or this person has a high ambition. They should be doing sales, you know So it'll literally tell you those things and it's it's unbelievable. It's really cool Yeah, that sounds solid and I absolutely wouldn't mind adopting something because It would greatly help a lot of it me try people and I mean, I don't have 100 track record on reading people I mean, I'm not perfect and so I've hired me neither of it. I'm just like that didn't work out Yeah, I've also hired superstars, you know totally. So we do a disc assessment and Um, we only hire they've got their leading letter has to be a D or an I or we don't hire them So if they're an s, they're good for service if they're a hire hire c They're good for like computer or data entry, you know, if they're an I they're like a network or they're influential They're like a you know, social person if they're a D. They're like impatient direct aggressive High ambition Yeah, is there is it so Have you ever run across somebody that's all four? Um pretty even on all four. I've seen I haven't personally seen it Well, so for instance my disc is I'm a hunt from it says zero to 100. I'm 100 on a D I'm a 90 on the I And then I'm lower on s and c Um, I can still be service oriented. I just don't want to be I can sit there and do computer work all day I just don't want to be, you know And that's what it comes down to right? It's more about your desire not necessarily what you're capable of doing It's what you desire to do because that's where you'll be that's where you'll excel Yeah, and and where I made the mistake was with my own sales team was like well I need to hire a bunch of me's, you know, well, that's Probably impossible number one. That's pretty damn tough man. You're you're pretty unique, brother Thanks, buddy. Well, dude, you too, man, you know, and yeah, not to to my horn, but it's like, you know, you should try that That's why it started that test starts to separate people. Um, and it helps us hire the right people for the right roles Um So that's absolutely true and in that's you know, if you want because the question is that what I look for when I hire somebody I used to do the same thing. I wanted to hire somebody that was just like me I tried to look for a killer I tried to look for somebody who didn't need to be micromanaged somebody who you could just give a task and they're going to go And get it done and not only get it done, but they're going to excel at it It's so hard to do that and it was a mistake on my on my end And I remember I did say that at one of the conferences when I was on stage. I said That was a mistake. I had to learn early on and so the way to rectify it is basically Look for people. I have my metric of what I need You know in an agent and I need to look for more of that and hire to that I shouldn't be looking for me. I shouldn't be looking to hire more of me's Totally totally. I I started with that for a while too. There's I made we both probably made it crap ton of mistakes You know managing people over the years and yeah I'm I'm calling 2019 is the year of learning 20 2018. I was thinking big and taking risk 2019 I'm learning a crap ton and making a ton of mistakes And then 2020 is the year to just freaking blow it up man Blow it up and you'll still keep learning, you know, and that's the thing You'll you'll always be learning throughout every single year and if you're not learning you're not growing Yeah, you got it. That's part of it. It's part of growth is learning. Yeah, dude That's one of the things I like about you the so much is um you're One of those coastal people I've ever seen like you're always realizing you can learn more and that you can learn from anyone um, you're Crazy humble like there's people in my life that say that I'm an extremely humble individual, you know You're more humble than me You're a humble guy, man. I love it. And again, I this way I love spending time with you um, I love spending time with you because we we vibe on so many of the same wavelengths and And again, one of the biggest things that that I remember saying from from the 8% stage Is that you need to hang out with more people like cody who? They're not only Gearing up to achieve some big things in their own life, but they're happy They're actually happy for their other friends successes and they love seeing that and I love seeing that That's why I only want to surround myself with people who will be happy for my success because in turn I'm always happy for theirs. I'm not jealous of them. You know, dude There's a so not to take this conversation negative, but there are so many jealous people in our business Yeah, absolutely. Absolutely. There is and you know what? If they're jealous now, I can't imagine three years from now right Exactly and that but that's life, you know, and I always tell people that in in the end It doesn't matter how Genuine you are and how kind you are and how giving you are There'll still be people who don't like you and they won't have literally any good reason to to not like you They just they're just jealous and there's nothing you can do about it. There isn't so I always tell people stay in your lane Don't don't focus on the negativity if there is negativity out there If there are people that are talking bad about you don't focus on it You got to just focus on what you're doing every day And just take one step at a time. I love that. I think that's one of the big things It sells people struggle with is ego and pride and getting letting get in the way, you know big time What what how important is it for? people in in the insurance industry to get around influencers power players like I know that when we get together Freakin fireworks happen, you know, I mean like like Then there's several people in this industry. I just love being around how important is that? I mean, it's huge. I I tell people all the time that when When you get around Other people who have done some pretty awesome things You get to know them a little bit and you realize they're not that different from me, you know They just they just are good at taking action And that's where so many people struggle is that they want to consume consume consume But they lack taking action and if you don't take action, you're never moving towards your goal You're never moving towards progress. You need action to take progress, right? And so I think that when you hang out with people influencers If you go to conferences and you see all these other people who actually are very much just like you Except that they take action you start to realize That's the missing ingredient action And if they're doing it and they're motivating me to do it then boom I'm gonna do it. You know how many people I got responses from and it's so it was so Humbling to me because I didn't know that it would make that big of an impact But when when I recorded those ads live on stage Um, I had so many people respond to me and say man, you really uh, you really inspired me to just do it I was afraid of getting on camera and ever since seeing you do it right there on stage I started doing it and some of those guys. I mean, they're on social media all the time now I see them in my feed all the time and it's so awesome Because that's what they they saw that. Hey This guy he's not much different from me But he just did that on stage in front of 800 people or whatever and now I'm doing it now I'm like why shouldn't I dude? I I thought you messed up on purpose No, in fact to me the pressure was so high that I'm like, I feel like I'm probably gonna mess up I'm surprised since I did so I filmed two ads and I'm surprised the first one I I hit it on the nail, you know, but the second one I was just like, oh, can I do this again in front of everybody? Yeah, and yeah, I did you did it. Well, you know what? You showed that You're going to mess up and make mistakes along the way But if you just focus on taking action executing Good things will happen, you know, and you showed You were very vulnerable and I people people appreciate that that's something I struggle with my personality is being vulnerable in front of people Because I want to like be perfect But dude, I loved that and the crowd loved it too All right, I really I really, um, I had such a blast man. That was that was fun And again, my biggest thing is I love to give value I love to to really share with people insights and things that I That I know work because I practice this right. I'm doing it and so Uh, if I can help others to even have an inkling if I had an inkling of help and helping them succeed It's a high for me and I know that's the same way you are You know, that's why you do everything that you do because you know it's helping people and that's that's what's feeding us You know, it's feeding us. It's not it's not the fame, right? It's not that we want to be known by people It's that we're helping people and we know that they're doing better in life because of the little bit that we were able to share with them Exactly and the last question for insurance influencers that relates specifically to that What made you Want to be an influencer? It's just that I I think that earlier on in my career when I saw when I helped my first agent get to six figures that was an amazing feeling, you know, because when you When you when you start to make money as your is your own agency I mean, it's pretty awesome But when you get to that six-figure level like that's that that's that first notch in the belt, right that you're just like man You feel good seeing that check coming in knowing that you have a lot more things that you can do in life now You have a lot more options in life because that you put that hustle And then in that hustle's paying off and so When I when I got that taste I wanted to do more of it So I started doing more of it and when I started putting things on the online platform Knowing that it could reach more than what I was reaching before that's when it just took off for me That's when I said I want to help the masses, you know I want to help the masses. Well, it just feels good. You you say that Dude our youtube channel is is we're trying to get it to the masses. Um What can the masses they're going to watch this do? If they want to talk to you after, you know, or just want to reach out or follow you or whatever Yeah, you can um, you can go to medicare sales university. I have uh my email listed on there if you have questions you can also find me on on Facebook as well and you can go to medicare sales university on facebook and you can instant message me I I try to respond as many people as I can whether they're friends with me or not And and try to answer questions try to get them going in the right direction trying to you know, show them What's what's possible out there? And so I've been able to help Lots and lots of people so far just with the university platform And and and I still got a lot of great things the plan for the university that are helping agents So that's that's the best way they could reach me probably is to either facebook send me an email hitting me up on instagram any of the outlets Reach out reach out and I'll I'll definitely respond I love it, buddy Mr. Eric Friero the medicare boss or hefe founder of medicare sales university and runs a medicare call center out of phoenix, dude I love being around you. Thank you so much for your time during a super busy aep where you guys are going to put up A couple thousand freaking policies bro. Yeah. Yeah, we're gonna we're gonna work hard, man We're really grinding so I said house off to all the agents that are part of our organization You know, they're they're the backbone of everything they work hard and and we really just want to See how, you know, amazing things happen for them too because if if they're winning, we're winning. That's the bottom line Exactly, dude. Thank you for being on man. Appreciate it very much. Appreciate you. Cody. Thank you so much Thanks for watching another episode of insurance influencers We're bringing in some freaking power players and influencers that are helping our industry so that they can help you as well If you want to be on the show reach out to andy at kodiaskins.com. Thanks here